The Leader Who Stopped Tracking and Started Coaching

The Weekly Grind

Every week, Connor Vandyke sat through the same meetings.

One by one, he would meet with his advisors. He would pull up the spreadsheet. The same spreadsheet he had been using for years. Rows of names. Columns of activity. Numbers that told him something happened but never told him what was actually going wrong.

He would ask the same questions. How many calls did you make? Who are you meeting with? What's in your pipeline?

The answers were vague. The conversations were repetitive. And by the end of the week, Connor had spent hours tracking activity but had no idea how to actually help his team.

Every Advisor Had a Different Problem

That was the real challenge.

One advisor was targeting the wrong niche. Another was reaching out to the right people but using the wrong channel. Another had the right channel but the wrong message. Another wasn't reaching out at all.

Connor could see the symptoms. He couldn't diagnose the cause.

The spreadsheet told him what happened. It didn't tell him why.

A Different Kind of Visibility

Connor brought in Capfluence.

Not as a prospecting tool for his advisors. As an oversight tool for himself.

For the first time, he could see what was actually happening across his team. Who they were targeting. How they were reaching out. What was working. What wasn't.

He didn't have to guess anymore. He could see it.

From Tracking to Coaching

The weekly meetings changed.

Connor stopped showing up with a spreadsheet and a list of questions. He started showing up with a plan.

He knew exactly where each advisor was stuck. He knew what to focus on. He could walk into a meeting and say, "Here's what I'm seeing. Here's what I think we should try."

The conversations went from tracking activity to solving problems. From reviewing the past to planning the future.

His advisors noticed. They started looking forward to the meetings. They started improving faster.

Where He Is Today

Connor's region is now one of the top performing regions in the country.

Not because he hired better advisors. Not because he worked longer hours. Because he finally had the visibility to coach his team the way he always wanted to.

He stopped tracking. He started leading.